Most SKOs are packed with inspiration and breadth – 30 topics, motivational speakers, CEO talks – but when reps walk out on Monday, they don't know what's different. In this episode, John McMahon and John Kaplan break down how to build an SKO that actually answers the question reps need answered: what do I need to do differently tomorrow?

Key takeaways from this episode:

00:00 – Why inspiration without execution quietly kills your SKO momentum
02:50 – What it really takes to focus your training on what actually moves the needle
03:09 – Why reps tune out when you forget to tie it back to deal-winning
04:52 – The mistake many CROs make when they cram 30 days of content into 3 days
05:51 – How to build an SKO that sticks beyond the first week back
28:22 – Why manager training isn't optional, it's the entire ballgame
30:23 – What leaders often overlook about reinforcing new behaviors after SKO
30:43 – A look inside why your best sellers challenge weak product messaging
34:55 – How showing what elite looks like changes everything for your team

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.

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Why Your Reps Leave SKOs No Better Equipped to Sell with John McMahon and John Kaplan

Revenue Builders

Why Your Reps Leave SKOs No Better Equipped to Sell with John McMahon and John Kaplan